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Creative selling works in good economies and bad, whether you’re selling widgets or financial services, roaming nationwide territories or confined to a retail store. Learn the basic principles of making a sale and hone your advanced selling skills while you build a super sales career.
What’s inside?
Chapter 1 - Creativity In Sales
Chapter 2 - Tactical And Strategic Advantages
Chapter 3 - Selling A Basket Of Solutions
Chapter 4 - Sell On The First Call
Chapter 5 - Prospect Knowledge
Chapter 6 - How Much Can They Spend?
Chapter 7 - Uncovering Prospect Needs
Chapter 8 - Ideas To Sell
Chapter 9 - Price It In Writing
Chapter 10 - Your Written Proposal
Chapter 11 - Alternative Proposals
Chapter 12 - Demand Stage Selling
Chapter 13 - Getting Your Foot In The Door
Chapter 14 - Getting Past The Screeners
Chapter 15 - Getting A Cold Call Appointment
Chapter 16 - Persistence Counts
Chapter 17 - The Brochure Brush-Off
Chapter 18 - Essential Presentation Skills
Chapter 19 - Your Creative Presentation Script
Chapter 20 - Honing Your Presentation Skills
Chapter 21 - Fear Of Closing
Chapter 22 - Buying Signals
Chapter 23 - Closing Techniques
Chapter 24 - Objections In Four Steps
Chapter 25 - Four Non-Price Objections
Chapter 26 - The Path Around Price Objections
Chapter 27 - The Maybe Challenge
Chapter 28 - Successful Call-Backs
Chapter 29 - Managing A Complex Sale
Chapter 30 - Opening Closed Doors
Chapter 31 - Presentations To Groups
Chapter 32 - Team Presentations
Chapter 33 - Negotiating Like A Pro
Chapter 34 - Case Study: Should Retail Art Gallery Prices Be Negotiable?
Chapter 35 - Retail Up-Selling
Chapter 36 - Creating An Effective Retail Sales Environment
Chapter 37 - Case Study: Selling Intangibles In The Automotive Aftermarket
Chapter 38 - Sales Promotions With Consequences
Chapter 39 - Creating Repeat Sales
Chapter 40 - Case Study: Chacon Autos Steers Through A Downturn
Chapter 41 - Keeping Your Business Customer-Friendly
Chapter 42 - Three Sure Ways To Drive Away Customers
Chapter 43 - Dealing With Difficult Customers
Chapter 44 - Case Study: Managing Unhappy Service Customers
Chapter 45 - Finding Prospects
Chapter 46 - Turning Suspects Into Prospects
Chapter 47 - Time Management And Sales Priorities
Chapter 48 - Time Management And Sales Planning
Chapter 49 - Sales And Technology
Chapter 50 - Persistence Counts
Chapter 51 - Self-Motivation And Creative Selling
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